The Sales Hunter

SEPTEMBER 12, 2013

We all want better prospects. The question we have to ask ourselves is, “Do we get better prospects by simply finding more or do we get better prospects by taking the ones we have and making them better?” ” Here are 4 quick tips you can use to get better prospects by focusing on the ones you already have.

Prospecting 217

Prospecting Discount Selling Skills Follow-up 217

The Sales Hunter

JANUARY 3, 2013

Salespeople tend to believe they need to spend more time with major accounts, while Marketing will always argue more time should be spent prospecting. ” Salespeople love to spend time with major accounts, because I believe they would rather do that with their time instead of sales prospecting.

Account 204

Account Prospecting Guidelines Compensation 204

The Sales Hunter

JANUARY 1, 2013

How’s your sales process? Do you have any sales trash? Sales trash is what I refer to as activities you do that really don’t bring any value to the sales process and ultimately don’t result in MORE sales. Time to throw that stuff out and start 2013 on the right foot. It’s free.

Motivation 230

Motivation Video Prospecting Sales Process 230

Fill the Funnel

DECEMBER 3, 2012

This years Top Sales Books to Read in 2013. They represent the freshest, most innovative thinking on sales currently on the market and take into consideration the changing sales climate and competitive realities every sales rep and sales leader is facing. Salespeople have changed as well. Zig Ziglar.

Face-to-face 132

Face-to-face Top of Funnel Call-back Social Media 132

Understanding the Sales Force

DECEMBER 6, 2013

Understanding the Sales Force by Dave Kurlan Yesterday I was leading a training program for a group of veteran Objective Management Group (OMG) Partners and experienced sales trainers. One attendee asked the hypothetical question, "What is the most difficult part of the sales process?" Get Prospect to an Emotional level.

Sales Process 302

Sales Process Webinar Metrics Intent Groups 302

Score More Sales

JUNE 25, 2013

The idea of gamification for sales is that everyone can see what those on the team are doing and what has been accomplished. Why don’t more sales teams track that and review to see who they need to talk with? Why don’t more sales teams track that and review to see who they need to talk with? Increase Opportunities.

Strategy 199

Strategy Prospecting Lead Rank Lead Scoring 199

Understanding the Sales Force

SEPTEMBER 9, 2013

Understanding the Sales Force by Dave Kurlan There are more sales experts, self-professed and otherwise, than ever before. There is more free content on sales and selling than anyone could have imagined. There are categories of sales tools and CRM applications where none existed a few years ago.

Sales Management 288

Sales Management Hiring Compensation Trends 288

The Pipeline

SEPTEMBER 12, 2013

Thursday, September 19, 2013. In a recent survey of 1,000 IT decision makers at Fortune ranked, small and medium-sized companies, DiscoverOrg found cold – sales calls and e-mails affect and “more importantly disrupt vendor selection.”. This webinar will focus on the critical elements of executing a Proactive Prospecting sales call.

Cold Calling 276

Cold Calling Webinar Metrics Conversion How To 276

Keith Rosen

OCTOBER 24, 2013

Keith Rosen’s company, Profit Builders, was named one of Selling Power’s Top 20 Training Companies for 2013. ” Representatives for the publication say that editors assembled the list for the benefit of sales leaders that want to reach higher levels of productivity and performance. .” About Keith Rosen.

Company 119

Company Training Sales Coaching Coaching 119

The Pipeline

JULY 3, 2013

One of the big Canadian banks, we’ll call them the Green bank, has a current radio ad that I believe holds a great lesson for sales people. But no, given the opportunity they offered up not quite a toaster, but a tablet, how 2013 is that? Sales Process Sales Success Tibor Shanto'

Banking 293

Banking Opportunity Objections Intent 293

SBI

DECEMBER 18, 2012

We’ve been very fortunate this year to work with many wonderful sales software clients who are each striving in their own way to improve the way sales organizations operate and the success they experience. Sellers experience difficulty getting in front of prospects and keeping their attention through-out the sales cycle.

Vendor 128

Vendor Sales Cycle Software Software 128

The Pipeline

SEPTEMBER 23, 2013

There is no hotter topic in B2B sales than cold calling, does it work, and is it necessary in today’s social environment, call screening, voice mail , and “inbound” universe. Well I am here to tell you it does work in 2013, and will continue to work in 2014 and beyond. By Tibor Shanto - tibor.shanto@sellbetter.ca.

Cold Calling 267

Cold Calling Handbook Inbound Social Media 267

The Sales Hunter

SEPTEMBER 20, 2013

One of the easiest things sales managers and senior management can do is to call every person they know at a client company. Objective of the calls is three-fold. First is to get the name of your company back in front of the customer/prospect, even though the person might not be our buyer. ” Sales Motivation Blog.

Sales Management 202

Sales Management Cold Calling Closing Consultative Selling 202

The Pipeline

DECEMBER 30, 2013

First an endless barrage of meaningless awards shows meant to squeeze the last bit of sales out of last year’s products. And an even greater number of post and articles telling you all the things you should do in 2014, most of which are retreads of things they advised you to do in 2013.

Face-to-face 276

Face-to-face Commission Objections Follow-up 276

The Sales Hunter

JUNE 25, 2013

Their objective isn’t to take advantage of you, even if it does feel that way at the time. Their objective is to help reduce the cost of buying for their company. Copyright 2013, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog. Stay calm and resolute in your offer.

Negotiation 215

Negotiation Buyer Discount Selling Skills 215

The Sales Hunter

APRIL 30, 2013

The objective of this call is to not only have the customer appreciating you more, but also to begin understanding better their needs. Your first objective is to keep your name and the name of your company in the forefront of the customer’s mind. You can secure repeat sales from existing customers if you follow the 2/2/2 rule.

Customer 269

Customer Cold Calling Customer Service Consultative Selling 269

SBI Growth

AUGUST 6, 2012

Are your sales resources properly aligned with growth opportunity ? The Sales Leader is about to receive the 2013 Revenue Number. He will rely on you, the Head of Sales Operations, for sales strategy advice. Find out if your sales resources are aligned with growth opportunity by using the Sales Growth Pin Pointer.

Opportunity 316

Opportunity Strategy Banking Territories 316

Understanding the Sales Force

MAY 10, 2013

Understanding the Sales Force by Dave Kurlan Selling value. Telling a prospect what your value proposition is, does not build value. 40% of all salespeople don''t determine whether their prospect is able to spend what they are about to propose. All of these statistics come from Objective Management Group.

Negotiation 304

Negotiation Proposal Competition Positioning 304

The Sales Hunter

OCTOBER 25, 2013

Recently I’ve been working with a number of salespeople making sales calls that stretch across a wide range of industries, and one thing stands out — Sales Leadership. With each person with whom I’ve worked, it is amazing to me how the demonstration of sales leadership makes a huge impact.

Sales Leadership 223

Sales Leadership Maximizer Selling Skills Motivation 223

Understanding the Sales Force

MAY 28, 2013

Understanding the Sales Force by Dave Kurlan What if there was a way to project sales success even more so than what Objective Management Group has mastered during the past 23 years? c) Copyright 2013 Dave Kurlan' What if we could do what Bill James and a bunch of sabermaticians have done in Baseball?

Revenue 199

Revenue Groups Objections Competition 199

Understanding the Sales Force

MAY 28, 2013

Understanding the Sales Force by Dave Kurlan What if there was a way to project sales success even more so than what Objective Management Group has mastered during the past 23 years? c) Copyright 2013 Dave Kurlan' What if we could do what Bill James and a bunch of sabermaticians have done in Baseball?

Revenue 196

Revenue Sales Leadership Groups Objections 196

Score More Sales

NOVEMBER 25, 2013

Are you in sales and get distracted easily? Among entrepreneurs, we call it the “bright shiny object syndrome” For people with ADD or ADHD it can be an extremely difficult situation. For both of these sales reps, they need to immediately set goals for what they can accomplish toward sales.

Inside Sales 217

Inside Sales Lead Rank Lead Scoring Outbound 217

The Sales Hunter

SEPTEMBER 26, 2013

I recently watched a very capable salesperson get completely flustered because the sales materials he had weren’t in the order he wanted them. He opened the sales meeting beautifully and then began walking the customers through the materials. That is the objective, so let’s engage them with a discussion.

Consultative Selling 201

Consultative Selling Face-to-face Selling Skills Motivation 201

Understanding the Sales Force

NOVEMBER 6, 2013

Understanding the Sales Force by Dave Kurlan One of the many things that hold salespeople back, prevents them from reaching their potential, stops them from crashing through quotas, doesn''t allow them to exceed expectations and never has them succeeding beyond everyone''s wildest dreams is their fear of failing. Dealing with objections.

Sales Qualified Lead 275

Sales Qualified Lead Hotels Hubspot Decision Maker 275

Understanding the Sales Force

MAY 22, 2014

Understanding the Sales Force by Dave Kurlan I read this terrific post from our friends at New-Hire.com about the best sources for candidates in general. It certainly applies to sales candidates as well. Not only are the best sources a moving target, but the candidates themselves can be looked at the same way.

Sales Management 240

Sales Management Top of Funnel Decision Maker Webinar Metrics 240

The Sales Hunter

MAY 23, 2013

Every salesperson would like to think they can handle and would relish in a short sales-cycle, but here’s the problem — most salespeople can’t handle it. The sales cycle is shortening because of one thing, and that is the amount of information available on the internet. ” Sales Motivation Blog.

Sales Cycle 199

Sales Cycle Cold Calling Consultative Selling Education 199

Understanding the Sales Force

OCTOBER 16, 2013

Understanding the Sales Force by Dave Kurlan You may remember the book and later the movie, The Blind Side. I''ll get us started with the first five and you can contribute some more: The prospect claims to have the money or money is no object. They won''t always be something a prospect might say. Your turn. (c)

Decision Maker 196

Decision Maker Proposal Vendor ACT 196

Score More Sales

SEPTEMBER 16, 2013

Some of the newest people to become inside sales reps are those who have left the field for now – perhaps forever. Many outside sales positions with fat travel accounts and face-to-face client meetings are slowly being switched over to inside positions. Thousands of outside rep jobs have even been eliminated.

Inside Sales 182

Inside Sales Face-to-face Travel Outside Sales 182

The Sales Hunter

JUNE 5, 2013

What parts of your sales process are you still using that your customer couldn’t care less about? At what point during the sales process are they doing this? In your sales presentation, are you sharing the same information that is on your company’s website? Copyright 2013, Mark Hunter “The Sales Hunter.”

Customer 250

Customer Direct Response Selling Skills Motivation 250

Understanding the Sales Force

FEBRUARY 11, 2014

Understanding the Sales Force by Dave Kurlan Well, are you? These kids are the can''t miss prospects. There''s talent, and then there''s the ability to utilize one''s talent and most sports talent evaluators are no better at this then most sales managers. Do you need to transform your sales force? I''ll bet you are.

Sales Talent 263

Sales Talent Hiring Sports Tools 263

The Sales Hunter

OCTOBER 29, 2013

We’ve all had situations where out of nowhere a prospect emerges. In fact, the prospect contacted you first. Two, if you fall for it, you’ll most likely give away the farm trying to close the sale. Another reason is many times the prospect isn’t looking to make any buying decision.

Customer 259

Customer Call-back Negotiation Prospecting 259

SBI Growth

NOVEMBER 10, 2013

More often than not, sales and marketing live in siloes. For a company to survive these days, sales and marketing must work in concert. The best marketing leaders know how to overcome the divide and gain credibility with sales. And they involve the sales team in the process. It will only help the sales team.

Buyer Persona 310

Buyer Persona Marketing How To Lead Rank 310

Understanding the Sales Force

FEBRUARY 11, 2013

Understanding the Sales Force by Dave Kurlan Prior to learning about healthy eating, I believed a bagel was a healthy alternative to a donut. Demos and presentations are the sales equivalent of sugar (we like them and they make us feel good.) Sales has changed dramatically. Sales has changed dramatically.

Consultative Selling 249

Consultative Selling Fashion Face-to-face Forecasting 249

The Sales Hunter

NOVEMBER 14, 2013

In fact, great salespeople love to hear rejection early on in a sales call, because they know the most valuable asset they have is their own time. The number one part left off a sales presentation is the close. . In fact, many times they will move rapidly in a sales presentation to the point where the customer may tell them “no.”

Customer 196

Customer Selling Skills Proposal Intent 196

SBI Growth

SEPTEMBER 4, 2012

Answer: Partner with Sales. Here are two ways marketing leaders with limited resources and small budgets can partner with sales to generate results. Engage the Sales Force to Understand the Buyer. Vet your Content with the Sales Force. Prospects lost to a Competitor. Understanding the Buyer. Current Customers.

Marketing 288

Marketing Face-to-face Hiring Social Media 288

SBI Growth

DECEMBER 6, 2012

It is written for the top sales executive in the organization. According to the Sales Executive Council, 57% of a buyer’s purchase decision is made without a sales rep being present. In the last four months I have asked eleven Sales SVPs what the number is for their company. Sell when a sales rep is not present.

Demand Generation Agencies 267

Demand Generation Agencies Marketing Hiring Demand Generation 267

The Sales Hunter

MAY 13, 2013

This morning and each Monday from now on, review a great sale from the week before or review the list of new prospects you generated last week. If you’re reading this and you’re a sales manager, then your job is to send everyone a voicemail, email or something that congratulates them on a success from the previous week.

Motivation 194

Motivation Positioning Groups Objections 194